It's Not Always About The Price

The guests have a tendency to condition sales consultants by always referring to the price. We hear all the time. The truth is that it's not always about the dollars. It's important and a deciding factor when buying a vehicle, but very often there is something else that is holding them back.

The guest will often use it as an excuse. It could be the car you selected for them or the options, color, etc. It could be the down payment or lack of, some people assume they need a big down payment. It could be their credit, they may be concerned that their credit is not good enough and don't want to talk about it.

It could be their trade-in, maybe they owe money on their trade and they don't know how it that works. I have had some guests tell me that they don't have the cash to pay off their trade so they can't buy a new car yet. We know how it works, but they might not.

Maybe they have one more payment left and they think they have to wait and make that payment before buying a new vehicle.

It might be that they have some money coming, a bonus or insurance check in a few weeks or a month and they have to wait until then.

These are just a few of the objections that car buyers have when they say it's about the price.

Stop accepting it as an excuse, it can be price, but that's not usually the case. Ask some questions and do some digging for the real objection. Then overcome the objections one at a time.

There is a program that is not tailored for the automotve business, it's about general sales, but so many of the same things apply here. Most automotive sales consultants hit a wall when their guest has an excuse. However this (non-automotive) sales comebacks and rebuttal is a great source of information.

Make It A Champion Day!

"SALES TRAINING MATTERS"